Reporting directly to General Business Sales, Enterprise Sales Division (EBD) this position will provide leadership for the Inside Sales activities for the entire US market. The position is responsible for achieving or exceeding new account appointments and revenue targets for outbound business-to-business (B2B) sales to both end-users and channel partners. The position is also responsible for supporting the Field Sales Team in markedly increasing their productivity. The EBD organization is responsible for Mobile and IT products including computing, tablets, printer/copier/mfp and display technologies, with a heavy emphasis on mobile sales solution and services.
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This position works closely with the field sales divisions to improve sales effectiveness. The individuals assigned to support these efforts will be measured by the growth of the respective division they are supporting. Overall, the Director of Inside Sales will manage and grow an Inside Sales organization that will drive individual sales productivity and create new revenue streams. Finally, the candidate should have a proven ability to build a sales team from the bottom up, implementing strategies to achieve reportable success.
Additional Responsibilities
•Developing long term and short term business plans that include capacity planning, technological infrastructure development, process improvement, etc.
•Recruiting, selecting, training and managing high quality Inside Sales managers and sales representatives.
•Implementing and leveraging technology, including Salesforce.com, as well as telecommunications hardware and software…implementing a “cutting edge team” driving revenue, new logo’s and Field Sales productivity.
•Generating revenue from new and existing customers across the full portfolio of enterprise products: Display, Mobile Computing, and Printer.
•Developing and executing strategies to qualify and manage new leads at all stages of the sales process.
•Performing segmentation analysis to create prioritized customer lists in line with vertical B2B strategy. Conduct phone Blitzes on a regular basis and report on results.
•Ensuring quality customer contacts through call guide development, sales training, and the monitoring of sales representatives.
•Defining, refining, and institutionalizing best practices and processes for the team.
•Supporting the launch of new products and product extensions/transition.
•Ensuring that the Inside Sales organization is in compliance with laws and regulations relating to call center operations (do not call lists, etc.)
Necessary Skills / Attributes
•Bachelor’s degree in Business Administration or related field preferred but equivalent experience considered
•10 or more years overall Business Sales experience with a minimum of seven years of Inside Sales experience, preferably in a Channel Sales environment. 5+ years in a leadership/supervisor capacity and a documented track record of success
•Strong project management skills with ability to set aggressive goals and drive the team to meet those goals
•Expertise in business planning, sales training, call guide development, quality assurance, and regulatory issues, preferably in a technology-related field
•Demonstrated success in working within a “matrixed” environment that includes field sales and marketing functions
•Extensive knowledge of B2B-specific sales and marketing processes in the IT / Technology Industries
•An enthusiastic, high energy team player who is viewed as a “doer” on the team and across internal organizations
•A consensus builder with a participative management style, the Director of Inside Sales must quickly establish themselves as credible with the field sales force, marketing groups, peers, subordinates, and the executive leadership team
•Strong communication and presentation skills to Executive Management audience
•Recruiting, selection/Working closely with marketing and field sales to execute targeted campaigns aimed at building and accelerating pipeline.
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